Senior Account Executive, Enterprise Sales Job at Hootsuite (Toronto)

Job Description

We’re looking for a Senior Account Executive, Enterprise Sales to help us develop and close new business with larger enterprise customers within our landmark industries. You will work in a fast paced sales environment selling Hootsuite solutions to prospective customers. This role is a full sales cycle role from opportunity creation to close. You will be responsible for owning your own pipeline and generating outbound opportunities with companies that could benefit from Hootsuite as their social media management partner. This is a hybrid role and is open to applicants located within commuting distance of our Vancouver or Toronto offices. In this role, you will report to the Manager, Enterprise Sales.

Job Responsibility

Successfully acquire new enterprise customers within our landmark industries in order to achieve and exceed individual quota targets
Develop and execute an industry-specific account growth strategy in order to identify, generate and develop a net new sales pipeline
Take ownership of your quarterly target by crafting and executing a strategy in order to identify, generate and develop net new sales pipeline and achieve/exceed quota targets
Accurately forecast sales activity and revenue attainment
Lead longer end to end sales cycles from value creation to negotiation and closing, and present the value of our solutions to senior and C-suite prospective customers
Lead strategic, high-impact conversations that uncover business priorities, align solutions to executive objectives, and drive long-term partnerships
Manage complex, global evaluations and manage stakeholders in different regions and departments
Proactively and strategically seek out market information and understand the product-market fit in order to effectively develop rapport with customers
As a subject matter expert in Social Media Management and in our customers unique industry, advise and recommend relevant solutions by offering a unique product mix from the range of Hootsuite products to solve clients business challenges
Evaluate and complete RFI's/ RFP/s , Security and Privacy agreements and manage the proposal and credit review process
Educate and inform our customers on the impact social media has on their corporate strategy
Deliver strategic product presentations, demos and supported trials of our solutions to potential customers and prospects, and identify and build consensus among multiple, cross-functional decision makers and influencers
Partner with our pre & post sales teams as well as senior and executive internal stakeholders to remove roadblocks, create opportunity and ensure customer success and long term value for the customer
Manage, track and report sales activities through Salesforce, Sales Navigator and 6Sense
Based on regional needs, craft and generate expansion strategies for existing customers
present the value of our solutions to all levels of prospective customers
look for opportunities to adopt additional products and introduce sales team members to additional internal buyers for cross-sell opportunities
Proactively transition the customer to the customer team following the close of the initial customer sale to ensure a smooth customer transition and onboarding
Travel to see prospects and deliver presentations to stakeholders, ability to coordinate these presentations and workshops with leadership support
Lead by example to your peers and share learnings and insights with team members on deal challenges, objections, and account strategy
Perform other related duties as required

Requirements

Senior level B2B sales experience, including 2+ years selling to enterprise customers (experience in software considered an asset)
proven ability to achieve or exceed assigned quotas
Social listening experience an asset
Ability to focus on client business value, return on investment, and customer solutions (not features-focused selling)
Demonstrated strategic mindset towards deals and the ability to convey a big picture vision to the customer
Experience crafting sales plans for your vertical/territory and building/executing on your account/territory plans
Outbound experience and track record of success sourcing your own pipeline is a requirement
Proven outbound sales expertise, including ability to generate pipeline through proactive prospecting, cold outreach, and strategic outbound campaigns
Skilled in crafting and executing sales plans for assigned territories or verticals
Open Communication: clearly conveys thoughts, both written and verbally, listening attentively and asking questions for clarification and understanding
Commitment to Results: Consistently achieving results, demonstrating high performance and challenging self and others to deliver results
Customer Focus: Demonstrates a desire to proactively help and serve internal/external customers meet their needs
Negotiation: Successfully obtains commitment to a solution or idea, while maintaining integrity and relationships
Influence: Asserts own ideas and persuades others, gaining support and commitment and mobilizing people to take action
Perseverance: Pursues everything with energy, drive, and a need to finish—doesn’t give up

Nice to have

Social listening experience an asset
experience in software considered an asset

What we offer

Variable Pay through Hootsuite’s Sales Compensation Program
Canadian Benefits: comprehensive benefits to support health and wellbeing, health insurance including medical, dental, vision, life/disability insurances, an Employee and Family Assistance Program, group RRSP plan with a company match of up to 4% of base salary
US Benefits: comprehensive benefits including medical, dental, vision, and life/disability insurances, 401k Plan with a company match (up to 4% of base salary), an Employee and Family Assistance Program
Global Parental Leave: 26 weeks of full and partially paid leave for eligible employees

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Senior Account Executive, Enterprise Sales

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